---
title: How To Fix Your Crappy Demos To Make Bigger Sales Faster, Yoav Vilner
description: Yoav Vilner is the founder of Walnut.io, a SaaS that is best described as a sales experience platform. Hear how he got started during COVID.
image: https://thesaleswhisperer.com/hubfs/Imported_Blog_Media/Lance%20Tyson%20The%20Sales%20Podcast%20Wes%20Schaeffer.jpg
---
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Apr 27, 2022
# How To Fix Your Crappy Demos To Make Bigger Sales Faster, Yoav Vilner
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Offer sales experiences that convert
***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***
## [Professional Sales Tips](https://thesaleswhisperer.com/)you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- CEO and CMO
- Launched new idea during COVID
- VCs were shrinking
- He couldn't even meet with his co-founder unless they walked his dog
- Understand the process of ideation
- Meet with potential co-founders
- Launch during a crisis
- Use the turmoil and chaos as an opportunity
- Launch when it "makes no sense"
---
Related episodes and posts
- [Use AI to make better sales calls](https://thesaleswhisperer.com/blog/chris-orlob-artificial-intelligence)
- [Build Extraordinary Teams With Juliana Stancampiano](https://thesaleswhisperer.com/blog/juliana-stancampiano).
---
- When people are worried about sales, they are more discerning with their spend
- Demos are always dangerous
- Demos can be complex and time-consuming
- Sales teams are thrown to the wolves to do the demo correctly
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLL5XzMKVxr74oIEBMemCXQUaj0o00ccZTFBE2v%2B8CeCHk2ps%2FV%2Fj3GJ0ceuSf0hRvxkX2UyJe%2FUgtRqEEOR9BHvX7EI8YfrXa%2BGaFr73HRL2Vw9nLpvVETqkPOINyXAlcL0n2cYS84LDcDRgteIUsFvteNP9U3v5u8RnWrLJlZYOsLo%2BDyhwFL0UQPYf1fwGtMYAMsQqHhX&webInteractiveContentId=178194433547&portalId=443614)
- Yoav launched and it was a top product on Product Hunt
- 200 press articles in their first 18 months
- The landscape is in need of good demo tools
> Demos are always dangerous."
- Hired a VP of Sales
- They had two founders and a developer
- VP of Sales hit up his peers to get additional validation
- VP of Sales started selling as well
- Had a $6 million seed
- Got $2.5 million up front
[](https://thesaleswhisperer.com/blog/lance-tyson)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKbfP7BbE2lo4XxkPncMKV4hEStGCyyKZYA3vd%2FUnibLKAbUHvq2BKf5MJkl1h4PIb7KF%2Fq4RXmG%2Bk8NAfDbhegQ1HRLMB5toGDLjxeJSFhTyWHGHd2Lwh73LPUR2lAe57pZnAdgqVmphVd0Lizsbv5xLSqvrKgJOlrt5C06U70MBNsDTgX7dcawzfZlr54lRFc38h8JU6PJOUNXCrH%2FPDv&webInteractiveContentId=184500196010&portalId=443614)
- People change their minds on what's a good idea when you send them an invoice
- They asked prospects about their challenges to see what they described as their friction and issues
- It's a great tool for SaaS solutions
- Drag n Drop demos
- Add prospect logos
- Not great for mobile apps
- Won't break because you're not connected to the backend
- Demo typical use cases
> People change their minds on what's a good idea when you send them an invoice."
- He and his co-founder both had startup experience
- Raised $56 million in total
- He had to move fast in hyper-growth mode to shift the market
- Has over 100 employees now with over 100 big clients
- Be bold, move fast, break things
- The market perceives them as the leader
- Getting over 1,000 inbound leads/mo now
- Came out of stealth on the high end of the pricing spectrum and it worked
- Constantly test, experiment, and research
> Go high on your pricing to establish your value in the marketplace."
- Focus and demand can put pressure on you to accept less-than-ideal clients
- His product team is organized and does not allow noise to interfere with decisions
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- Visit [Walnut](https://www.walnut.io/) to create more than interactive product demos
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/darnyelle-jervey-harmon)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Darnyelle Jervey Harmon On Finding and Living Your Purpose](https://thesaleswhisperer.com/blog/darnyelle-jervey-harmon)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jan 29, 2019
Set your pride aside to hit your stride .
[Read more](https://thesaleswhisperer.com/blog/darnyelle-jervey-harmon)
[](https://thesaleswhisperer.com/blog/andrea-waltz-go-for-no)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Andrea Waltz: Why This Sales Trainer Says You Should Go For No](https://thesaleswhisperer.com/blog/andrea-waltz-go-for-no)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jul 22, 2014
About Today's Guest onThe Sales Podcast Andrea Waltz "Go For No" Author, Trainer, Keynote Speaker....
[Read more](https://thesaleswhisperer.com/blog/andrea-waltz-go-for-no)
[](https://thesaleswhisperer.com/blog/tom-blue)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Tom Blue Gets You Hot, Daily Leads Automagically To Grow Your Sales](https://thesaleswhisperer.com/blog/tom-blue)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Nov 25, 2014
About Today's Guest on The Sales Podcast Tom Blue was a Mississippi boy until he was 10, then moved...
[Read more](https://thesaleswhisperer.com/blog/tom-blue)
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